It took me a while to figure out that the annual budgeting process I used to complete at my old job was actually a negotiation: I never proposed what I actually expected to receive. I proposed a starting point for what ended up being a weeks-long debate. Yes, I know you know EXACTLY what I'm talking about. Personally speaking, I hated the time that was wasted on this but I guess it's all part of the game.

Over time, I got pretty good at negotiating on behalf of things I really cared about, but I am definitely not the sort of person you would see haggling over prices at a flea market. It puts my back up.

Sounds like I need to read a new book self-published by lawyer/mediator Steven Mehta called "112 Ways to Success in Any Negotiation or Mediation." This is one of those books where you probably will take away at least one smart sales or management practice to use in your day-to-day business life. It covers stuff like when it is appropriate to negotiate (and not), how to make an opening offering, WHERE the negotiation should take place (whose turf, etc.), and the 10 most common mistakes you can make during the process.

Heather Clancy is an award-winning business journalist specializing in transformative technology and innovation. Her articles have appeared in Entrepreneur, Fortune Small Business, The International Herald Tribune and The New York Times. In a past corporate life, Heather was editor of Computer Reseller News. She started her journalism lif...
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I am fascinated about how businesses of all sizes can transform their operations through technology -- not just to make themselves more efficient, but to rise above their competitors. That's the theme for my two ZDNet blogs, Small Business Matters and Next-Gen Partner. For SmartPlanet, I'm focused on profiling inspirational and controversial business leaders who have great leadership lessons to share. I also write regularly and passionately about corporate social responsibility and sustainability issues for GreenBiz.com.
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